Focus on generating leads rather than closing sales
At any one time there are only about three percent of your audience who are ready to buy right now. If your marketing is trying to close the sale, you’ll be missing the other 97 percent who’ll be ready later.
By focusing on generating leads, you’re able to engage with a much larger audience. You’ll be appealing to anyone who has an interest in the benefits of your product or service, whether it’s now or later. You can start to build a business relationship with them now, even if they aren’t ready to buy immediately.
The most important thing to know is that to focus on generating leads is to focus on getting people’s contact details; and once you’ve got someone’s contact details, you can follow up. If you’re focusing on closing sales, you won’t be able to follow up anyone who isn’t quite ready yet.
Exchange ‘free’ for contact details
The more contact details you have of people who are interested in what you do, the more people you’re able to communicate with. Think of what your target market wants and create something of value that you can give them for free, in exchange for their contact details.
Don’t be afraid to give away value. There are many things you can give away like eBooks and free subscriptions to a paid service. Or, you could even run a competition where your prospects enter their details in order to win something. Whatever it is, the more people you’re connecting with frequently, the easier it will be to market your business.
What’s in it for me?
People are only interested in what they want, so that’s your goal – to give people what they want! When writing a blog, updating your Facebook or sending out an email blast, make sure that the content gives them what they want. It could be the answer to a question, a solution to a challenge or a new product that’s going to make their life easier.
Don’t write a blog for the sake of writing a blog. Find out what your target market wants and use your blog to give it to them. Use your customers’ own words back to them, because that’s what they’ll be searching for online. By giving them what they want, you’ll be found by more people with more relevance, more often. And they’ll be ready to buy.
The benefit of attracting more leads is that you’re more likely to make more sales. So keep attracting and you’ll keep selling.
How do you attract leads for your business?